Market Development Representative, Energy

23 Feb 2017
23 Mar 2017
William Davis
Business Management
Contract Type
Full Time
The Company:
A global market-leading provider of infrastructure and software solutions to the energy industry.

The Energy Portfolio Management (EPM) team provide software solutions to help Utility customers, throughout the EMEA region, carry out critical business functions like planning, simulation and forecasting, as well as commercial operations of their assets.

The Role:
The EPM business unit is looking to significantly increase market share for short-sales-cycle solutions, and requires an experienced and skilled Market Development Representative to help achieve this.

The Marketing Development Representative will have the drive, experience and skills to:
- Learn and promote the value proposition of short-sales-cycle EPM solutions
- research the relevant markets for sales opportunities
- conduct targeted lead generation campaigns and activities using appropriate marketing mechanisms and tools
- prospect, nurture and cultivate new and existing leads and clients to support sales and growth of the EPM solutions

In return, this is an exciting opportunity to join a growing team with excellent opportunities for promotion and international travel and with a low staff turnover. You will be working with highly innovative products in a client-facing role.

Main accountabilities of the role involve:
• Raise Sales and Marketing efficiency and add incremental new qualified opportunities expanding the pipeline to meet the desired targets according the BANT criteria - Budget, Authority, Need, Timing
• Ensure all prospects are being nurtured, accelerated, engaged as appropriate utilizing various Demand Generation Tactics and execute as a Lead Generation team. Existing opportunities are restarted, enhanced and further developed when stalled, helping Sales to reengage.
• Help Sales attain their desired goals, acting as a reliable extension of the various Sales teams to penetrate accounts, convey appropriate messaging. Bringing new ideas, concepts and new contacts to the Sales teams and approach their customers with new innovative ideas to help keep them aware of new areas of innovation, solutions and relevant events.
• To be an innovative partner to Marketing to help showcase their activities and messages to the market.
• Identify markets for opportunities, target companies & contacts, generate leads, qualify and nurture to help convert to sales
• Maintain and expand database of prospects
• Maintain a high level solution expertise and competitive intelligence
• Identify decision makers amongst the targeted leads in order to initiate the sales process.
• Develop sales plans in order to achieve individual and company goals
• Submit accurate and complete information in
• Provide regular updates to management regarding opportunities, trends and challenges
• Meet or exceed monthly and quarterly Pipeline quota objectives
• Drive attendance to marketing events, conduct follow-ups, respond to enquiries from call, websites and marketing activities
• Schedule demos and meetings to assist sales process
• Represent yourself and EPM in a highly professional manner

Essential Skills / Qualifications:
Knowledge and Experience
• Educated to diploma or degree level
• 2 years of experience in a sales prospecting role, supporting an outside sales team preferred
• Experience in driving new leads and assisting sales growth
• Sales discovery skills to assess opportunities
• Experience working with Product Management team as the portfolio of products are complex
• Experienced in understanding of technical concepts and technology, and communicating its value proposition.
• Experience in prospecting via phone and email
• Ability to establish rapport at multiple levels of decision makers
• Experience understanding and managing sales cycles
• Ability to work in fast-paced environment

Skills / Working Style
• Proactive with excellent organization and time management skills
• Outstanding customer service skills
• Excellent listening and communication skills, including written, verbal and presentation
• Self-motivated and results driven
• Negotiation and problem solving skills

Desirable Skills / Qualifications:
• Experience in the “power” or “gas” industry a huge plus
• European language skills
• Digital marketing

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